Glynn Capital
Glynn Capital

Business Value Manager



United States · Remote
Posted on Tuesday, April 23, 2024

About The Role

At BigPanda, we are hyper-focused on customers and delighting them with a buying experience like no other. The Value Team puts the customer first by quantifying and articulating the tangible benefits of BigPanda’s solutions.

As a Business Value Consultant, you will lead and collaborate with our Sales, Sales Engineering, and Customer teams to focus on each customer's unique business outcomes by clearly communicating the value of BigPanda’s product set. This involves translating product features into financial and operational results that will lead to the customer's most important business outcomes.

What You’ll Do

  • Build business cases directly with the sales team and customers on the largest deals
  • Articulate the business value proposition in a concise, focused message using language that each internal and external stakeholder understands
  • Quantify business value by translating technical advantages to specific financial results and business outcomes
  • Present the value of BigPanda solutions to customer executives with a solid understanding of how the customer will gain value and how our solutions will drive financial value
  • Lead the use of value-selling content and the value-selling process at our top customer accounts
  • Lead the sales team through the delivery of content, methods, and tools for value measurement and calculation
  • Partner with sales leaders to spread value-based selling among new sales reps and existing sales reps
  • Partner with product line owners to quantify new functionality and new areas of customer value
  • Partner with marketing to update and share content that clearly states the value of our products and services
  • Educate account teams, engineering teams, and marketing teams on business value best practices and trends
  • Monthly reporting of Value Consulting impact on the sales team’s success metrics

About You

  • 5+ years in a Business Value, Value Engineering, or similar position
  • Bachelor's Degree required. Master's Degree/MBA preferred but not required
  • Previous experience in a sales or sales engineering role in a high-growth technology company
  • Expert business case practitioner as applied to selling technology solutions
  • Strong command of business case frameworks that use story-telling and financial concepts like revenue gain, cost savings, risk reduction, cash flow, and ROI financial metrics (NPV, IRR, Payback)

About Us:

BigPanda is a fast-growing, values-driven, global company that enables Tech Ops teams to keep the digital economy running. BigPanda’s AI-driven IT operations (aka AIOps) platform transforms IT data into insight and action. By eliminating IT noise, automating incident management, and keeping our customers’ digital services up and running around the clock, we become a mission-critical part of our customers’ IT operations.

With BigPanda, some of the world’s largest enterprises including Hulu, Cisco, United, and many others are able to reduce costs and increase efficiencies, accelerate business velocity, and deliver extraordinary customer experiences.

BigPanda is backed by top-tier investors including Sequoia, Mayfield, Battery, Insight Partners, Advent International, and Greenfield Partners.

We have an awesome team of motivated, knowledgeable, fun-loving, and friendly Pandas. We provide comprehensive health coverage, parental leave, competitive cash and equity compensation, and a supportive, collaborative, and innovative environment to empower you to do the best work of your career.

Our Benefits:

  • Competitive equity
  • Remote-first environment
  • Unlimited PTO
  • Twelve (12) paid holidays throughout the year
  • Comprehensive health benefits
  • #PandaParent support. Financial assistance for fertility, adoption, and surrogacy expenses as well as a combined total of eighteen (18) weeks fully paid leave for all new parents
  • Financial planning services
  • Employee learning & development budget
  • Values-based recognition (quarterly and annually)
  • Social community & ERG programs
  • Dog friendly office
  • Lunches provided in office
  • Flexible work environment along with a work-from-home stipend to support remote work arrangements
  • Values-based culture

Market competitive salary with an anticipated base compensation range of $140,000 - 170,000. Actual salaries will vary depending on a candidate’s experience, qualifications, skills, and location.

BigPanda offers a generous total rewards package that includes base pay, bonus, equity, and a world-class benefits program. We run two (2) compensation review cycles per year to ensure that managers can recognize employees without much lag between achievement and reward. All of this builds toward the best compensation we can give to anyone: the ability to develop your skills each and every day. BigPanda has a significant focus on career development that is at the core of our employee experience.

BigPanda is proud to be an Equal Employment Opportunity workplace employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

Note: BigPanda is an E-Verify Employer

If you need assistance or an accommodation due to a disability, you may contact us at peoplequestions@bigpanda.io.